User Guide. Sales Performance App

Transcription

1 User Guide Sales Performance App

2 1 Introduction IMSmart is the latest business intelligence (BI) offering from Ingram Micro. Compiling your relevant, up-to-date business data from nine different sources, this application will deliver your transactional and customer data analytics instantly to your mobile device. Thanks to IMSmart s crisp presentation and intuitive interface, it has never been easier to get exactly what you want out of your data, when you want it, empowering your decisions and providing improved insight into your business. Using IMSmart you ll be able to: Target product, customer, or sales performance Create targeted marketing campaigns Measure ROI and assess campaign success Incorporate new ROI data into your next targeted campaign

3 2 Sales Performance It has never been so convenient to access all your analytical sales data at the touch of a button. Clearly displayed for you in one or two screens visually as a graph and a grid, you have the freedom to customize the report by filtering to any degree by Vendor Name, Business Units, and Customer Group. Additionally, the sales performance dashboard allows you to: See a detailed view of your quarterly, monthly and weekly business through Ingram Micro Gain unparalleled insight into a specific campaign or customer set Measure ROI on a weekly, monthly, quarterly or annual basis See an aggregated count of resellers who respond to your marketing efforts 2.1 Sales Overview The Sales Overview panel of the Sales Performance Dashboard allows you to easily: View COGS and YoY% COGS for each of your subcategories. View YoY COGS% by state See a KPI Summary and trends across time of COGS, Breadth, and Units/Unit Cost. Change your report timeframe to Quarterly, Monthly, or Weekly data with a click of a button Identify your top advancers, your top decliners, and top revenue generators.

4 *Specific reseller info only available to internal users How to read the map: Red: Less than -10% Orange: between -10% and 0% Light Green: between 0% and 10% Dark Green: Greater than 10% Grey: no data available Scrolling over the states on the map will allow you to see the YoY COGS%. Negative values are notated with parentheses.

5 2.1.2 How to read the Heat Map: The size of the block represents the subcategory s share of total COGS, while the color represents the YoY% COGS for subcategories How to add filters: Simply click on the drop down arrow under Vendor Name, Business Units, or Customer Group and make your selection. Vendor Name is the highest level filter. Business Units is a subcategory of Vendor Name. Similarly, Customer Group is a subcategory of Business Units How to change time period: In the top right hand side of the dashboard, simply click on the time period you want. Quarterly shows the trends over the last 5 quarters. Monthly shows the trends over the last 13 months. Weekly shows the trends over the last 14 weeks How to see your Top Advancers, Top Decliners, and Top Revenue : Just click on the radio button next to the category and the list displays beneath Click on the Customer Name in this list and it has an added feature that lets you drill to state or drill to sales business unit.

6 2.2 Business Unit Overview *Specific Vendor info only available to internal users. The Business Unit Overview feature of the Sales Performance Dashboard allows you to see Sales Business Units cost trends over time by fiscal month viewing either as a graph or a grid. You can filter by Vendor and/or by Customer Group by selecting the drop down arrow and clicking on the vendor or customer group you would like to view. It is best to view this page by vendor to really see the trend lines. If you prefer more of a tabular format, click on Grid View at the top right corner of the screen. In the graph view, you can adjust the column widths to view the entire name of the vendor or to adjust the size of the graphs. Just move your cursor in between the headings until your cursor switches from an arrow to a double sided arrow. When this happens, click and drag in whatever direction provides the best viewing of the column.

7 Glossary % Rev used on Flooring: % of revenue used on flooring % Spent on Freight: % of revenue that is spent on freight Active Reseller: reseller transacted with Ingram in recent 12 fiscal months excluding new resellers Avg BTA per MBCN: average BTA (Bring to Average) amount per Master Branch Customer Number Avg Click Rate: average number of clicks from those who received the Avg Click to Open Rate: average number of clicks from those who opened the Avg Credit Utilization: average % of credit used Avg s/Quote: average s per quote Avg Events Attended: the average number of events attended Avg Min Spent/Quote: average minutes spent on the phone per quote Avg Neg Frequency: % of lines negotiated Avg Open Rate: average open rate Avg Quote Size: average quote size Avg Quote Winrate: average winrate per quote BTA Amount: Bring-To-Average amount. Annual incremental dollar amount if a reseller s share of wallet can be raised to company average COGS: Cost of Goods Sold Credit Utilization: % use of credit account Days Sales Outstanding: number of days it takes to pay invoices s Sent/Contact: how many times sent marketing E-Mkt Touch: based on blasts received, open rate, and click-through rate

8 Event Attended: at least 1 event attended = Yes Flooring ACC Utilization: whether or not using flooring accounts/companies Freight Sensitivity: % of revenue spent on freight IM Relation Score: measured by Recency (how recently did the customer purchase), Frequency (How often do they purchase) and Monetary (how much do they spend). Value range (with 30 being lowest and 90 being highest). KPI: Key Performance Indicator Logistics Comparative: indicates who has closest warehouse Lost Reseller: reseller transacted with Ingram in 3 fiscal years but hasn t purchased anything in recent 12 fiscal months. New Reseller: reseller has joined Ingram in past 12 fiscal months Price Sensitivity: how frequently a customer negotiates Rev % from RMA: % of revenue that comes from RMA (returns) Rev % from Web: % of revenue that comes from web RMA Sensitivity: considered high if greater than 2% Sales Touch: based on quote volume, quote winrate, average follow-up s, and amount of time on phone per quote Share of Wallet: Reseller s total Ingram annual revenue/reseller s projected total annual wallet size Total Credit Limit: the maximum amount of credit available for use Total Reseller Count: distinct count of Master Branch Customer Number Wallet Size: annual total channel spending Web Shoppers: % that purchase over the web YoY COGS %: Year over Year Cost of Goods Sold Percentages